Negotiation

In: Miscellaneous

Submitted By royroland
Words 9743
Pages 39
Table of Contents 1. Introduction 3 1. Why negotiate 3 2. Pre-negotiation 4 2. Planning for negotiation 4 3. Negotiation styles 8 1. Belief-based styles 8 2. Professional styles 14 3. Contextual styles 24 4. Negotiation process 29 5. Obstacles to negotiation 31 6. Negotiation tactics 34

1. INTRODUCTION
Negotiation is the process where interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. Negotiation is usually regarded as a form of alternative dispute resolution. The first step in negotiation is to determine whether the situation is in fact a negotiation. The essential qualities of negotiation are: the existence of two parties who share an important objective but have some significant difference(s). The purpose of the negotiating conference to seek to compromise the difference(s). The outcome of the negotiating conference may be a compromise satisfactory to both sides, a standoff (failure to reach a satisfactory compromise) or a standoff with an agreement to try again at a later time.
Negotiation is something that we do all the time and is not only used for business purposes. For example, we use it in our social lives perhaps for deciding a time to meet, or where to go on a rainy day.
Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible.
Communication is always the link that will be used to negotiate the issue/argument whether it is face-to-face, on the telephone or in writing. Remember, negotiation is not always between two people: it can involve several members from two parties.
There are many reasons…...

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